Hospitality Sales and Marketing, Sixth Edition

Hospitality Sales and Marketing, Sixth Edition


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In today's highly-competitive hospitality market, it is essential to have an understanding of sales and marketing. This textbook goes beyond theory to focus on a customer-oriented and practical approach for effectively marketing hotels and restaurants. The book explores the "four Ps" (price, product, promotion, and place) as they relate to specific market segments, providing a customer-focused perspective. Illustrations and exhibits include industry examples (forms, checklists, advertisements, etc.) that are used by today's industry leaders to effectively market their properties. 

The sixth edition provides the latest information on trends shaping the lodging and food service industries, including technology and social media, marketing to Millennials, sustainability, and the "farm-to-fork" movement. Most of the "Insider Insights" that open each chapter are new to this edition.  

There are new sections on distribution, revenue management, and customer relationship management; updated profiles of frequent business travelers; and a new section on "wellness devotees" in the "Other Special Marketing Segments" section.   

Learners will gain:

  • A thorough introduction to hospitality sales and marketing
  • Insight from numerous real-world examples of effective hospitality advertising campaigns and promotions
  • Insider information from industry professionals sharing their perspectives on current issues in hospitality sales and marketing
  • An understanding of the role the Internet plays in today's hospitality marketing efforts


Please Note:

  • Includes course exam scan sheet for students enrolled in a school program.
  • To be eligible to take the final exam and earn a certificate of completion for this course, you must either be enrolled at a school or enrolled as a Distance Learning student through AHLEI. Distance Learning students MUST order their textbooks through the paper or online application ; textbooks purchased through the online store will NOT include the necessary final exam.

Author: James R. Abbey, Ph.D., CHA, University of Nevada, Las Vegas
©2014, 14 chapters, Softbound
ISBN 978-0-86612-444-7

View the  course syllabus  or for complimentary access to additional resources, including chapter outlines, guides, optional tests, PowerPoint files and more, for instructors only connect to the Instructor Resource Portal.

After you fill out the initial request form , you will be notified by email when your registration has been approved. Once approved, you will be able to log in to the portal and access the many course resources we provide.

Examination/Desk Copy:    

Instructors in the United States and Canada who would like to receive an examination copy or desk copy of this textbook should use this  online request form . International instructors should contact  internationalsales@ahla.com  or call +1.407.999.8100.


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